1. Everything I Needed to Know About
Recruiting, I Learned From Tina Fey
www.recruitingtoolbox.com

2. Who Is This Matt Grove Guy?
15+ Years in HR/Recruiting
Former Corporate Recruiting
and Sourcing Leader
Consultant and Coach
Student of WHY
Previous Life on Stage
Principal Consultant with Recruiting Toolbox
@mattgrove
2

3. Consultant: Recruiting and Sourcing Strategy, Training,
Data Visualization, Process Improvement
What Does He Do? @mattgrove
3

4. My Goal For Today
Help you win in your job!
4

5. Candidate Engagement
Isn't about finding people
It is about engaging skilled
professionals with messages that
matter to them and moving
them along an interest scale
5

6. How Do We Know Where We Stand?
A quick test for candidate engagement
87%



Guide / Influence Candidate Decisions ✪
CandidateEngagement
Business Impact
 Can't Find Them
Identify Quality Candidates
Have a Candidate Conversation
Build Relationships
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7. Why Most of Us Struggle
Three big pitfalls of candidate engagement
• Don't know the details of the work
• Not calibrated with hiring team
Preparation
• Heavy requisition loads
• Doing more with less
Time
• Not customized or personalized
• Requests a resume
Message
7

8. Recruiting Today
Tools are great, but it's about engagement
17Average minutes per
month spent on LinkedIn
by non-recruiters
94
% of recruiters
actively source on
LinkedIn
36
% of job seekers
active on LinkedIn 8

9. What Is Improvisation?
Textbook definition of improvisation
[im-prov-uh-zey-shuhn]
To compose, utter, execute, or
arrange anything
extemporaneously
9

10. What Is Improv?
My favorite definition
"The art of not knowing what the
hell you're going to say or do and
being perfectly okay with that."
- Mick Napier
Director and Improv Artist
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11. Masters of Improv
Comedy
11

12. Masters of Improv
Comedy
12

13. Masters of Improv
Jazz
13

14. Masters of Improv
Everything
14

15. Masters of Improv
Comedy, Writing, Teacher
15

16. What Improv Work Taught Me
It's not about what I originally thought
Myths
• I have to be funny
• I should just wing it
• I have to be born with it
• I have to get it right
• It's about me
Realities
• Be AUTHENTIC
• PREPARE like crazy
• LEARN fast & constantly
• ACT boldly
• Make OTHERS look good
It's all about authentically telling a story on the spot 16

17. Tina Fey's Improv Rules
There are only four rules to remember
YES YES, AND…
MAKE
STATEMENTS
NO
MISTAKES
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18. Tina Fey's Rule 1 - YES
Treat NO as a last resort
18
Openness to new ideas = RESPECT
Welcoming ideas = CHANCE FOR DIALOGUE
Inviting other points of view = RELATIONSHIP

19. Tina Fey's Rule 2 – YES, AND…
We should agree and contribute
19
Connect
• To what was
just said
• Be proactive
listeners
Improve
• Add info or
questions
• Get specific
and learn
Create
• Offer insight
and value
• A new idea
or product

20. Tina Fey's Rule 3 – MAKE STATEMENTS
The right questions only go so far
20
Don't
Question
• Say it and Stand Behind It
Don't
2nd
Guess
• Have Confidence
Own It

21. Tina Fey's Rule 4 – NO MISTAKES
Embrace unexpected opportunities
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22. 10 Real Ways We Can Use Improv
To engage people in a meaningful way
Be Authentic
Prepare Like
Crazy
Learn Fast &
Constantly
Think Faster
Act Boldly
Make Others
Look Good
Get Specific
Connect to
What Was
Just Said
Give More
Than We Take
Raise the
Stakes
22

23. May I Have a Volunteer?
23

24. Be Ready For Anything
Candidates have tons of information
Outsourcing Opinion
Candidates who have no
frame of reference for
an opinion will look to
see what others say
Track conversations and
be ready to discuss
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25. Know Your Audience
What actually motivates top talent?
SA
Esteem
Love/Belonging
Safety
Physiological
Maslow’s
Hierarchy
of Needs
Self Actualization
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26. Tell Stories That Resonate
All good stories have some key elements
STORYPassion
Person
Quest
Aha
Moment
New
Chapter
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27. The Power of Storytelling
How some of the best do it
Once upon a time there was _____. Every day,
_____. One day _____. Because of that, ______.
Because of that, ______. Until finally, _______.
27

28. May I Have 6 Volunteers?
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29. The Company Story
How do we tell it?
Tell the company's journey…
Its impact on all employees…
Its impact on an individual…
The opportunity for this new hire
Passion
Person
Quest
Aha
New
Chapter
S
T
O
R
Y
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30. The Candidate's Story
Get specific details about key elements
Areas of
Expertise
Current
Challenges
Current
Projects
Passions Goals
Favorite
Problems to
Solve
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31. Happy Accident
The story we stumble upon together
Company1 Personal2 Job3
What's the vision,
the opportunities
for growth?
What's the critical
impact of this job
and projects?
Help them achieve
their goals,
WIIFM?
31

32. Secrets of the Best Cold Callers
Hint: It isn't cold at all
Prepared
Personalized Message
Smart Statements & Questions
Proactive Listeners
Weave Stories Together
32

33. We Engage People to Build Relationships
Engage people where they are and build
• No crappy generic titles
• Pique their interest
• Personalize to their work and interests
Email
• Research them before calling, look for 2 way fits
• Anticipate objections and listen closely
• Focus on top motivators
Phone
• All team members know great stories to share
• Organized and candidate focused
• Listen, clarify, build the story together
In Person
33

34. May I Have 3 Volunteers?
34

35. What Trust Really Is - A CEO's View
How do we build it?
Trust
Compassion / Interest
Competence
"Anything less than
the top right
quadrant is a failure.
You have to be
competent and
compassionate, and
people need to know
that in record time."
- Chicago area CEO
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36. The Real Currency of Recruiting
A measure worth billions of dollars
Reputation Capital = Trust * Time
Emotional Bank Account:
Deposits Build Trust
Withdrawals Reduce Trust
Concentrate on making
meaningful deposits and
limiting withdrawals
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37. The Real Currency of Recruiting
Recruiting keys to Reputation Capital
Honesty
Integrity
Transparency
Commitment
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38. Where We've Been In The Last Hour
We've covered a lot of ground
4 Rules From
Tina Fey
10 Improv
Lessons For
Recruiting
Top Talent
Motivators
Storytelling
Like the Best
Trust and
Reputation
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Respect. Create. Contribute. Adapt.

39. How Do We Do This In The Real World?
Try these and let me know how it goes!
Be Authentic
Prepare Like
Crazy
Learn Fast &
Constantly
Think Faster
Act Boldly
Make Others
Look Good
Get Specific
Connect to
What Was
Just Said
Give More
Than We Take
Raise the
Stakes
39

40. Thank You!
Let’s Connect!
Matt Grove
Principal Consultant
Recruiting Toolbox
www.recruitingtoolbox.com
@mattgrove
www.linkedin/in/mattgrove
Good luck with your
recruiting and improv –
download a pdf of slides at:
www.recruitingtoolbox.com 40
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